Elements of an Effective Sales Compensation Policy

July 26th, 2018

Summary

Within B2B organizations, although incentives typically represent the largest line in the sales budget, there’s often shockingly little policy and oversight governing their administration. Sales reps and their employers need predictable, transparent, and equitable processes surrounding compensation. In this report, we define the main elements needed for an effective sales compensation policy and explain how it sets and reinforces expectations and transparency between salespeople and their employers while administering sales incentives.

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